Thankfully, I learned a lot from my early days in sales when training was minimal and I had to figure out almost everything on my own. But there’s one experience in particular that taught me the most important lesson of all.
Sales people and sales management don’t seem to mind wasting time on deals that never close, but deem efforts to understand customer’s executive goals and priorities as a total waste of time. Big mistake, but there is a way to correct this flaw.
Do your sales deals constantly get held up in the legal process? Do you call your legal department the “sales prevention” team? Here’s what you can do to help the legal process along.
Something horrible happened to that solid deal in your forecast – sudden change. What will you do differently this time to offset sudden change, protect your pipeline and increase quality going forward?
Does your customer deserve a second meeting with you? Here are two times when it’s just not worth your time, or theirs.
Congratulations – you booked the first customer meeting with that elusive executive. You had the meeting. What happens next? Not every sales person deserves a second meeting, but that’s not always a bad thing. Here’s why.
Why do people buy? Everyone has their own reasons. Whether you’re told to sell a certain product/service or involved in a complex sale, there are a few things you must understand and always do to win those deals.
Money is spent to solve priority business problems. Are you actually helping your customer/prospect, or are you just selling technology?
Are you struggling to truly understand the individual impacts of your customers’ challenges, needs and objectives? Are they specific enough? And are these impacts meaningful throughout the organization? Some tips to drive your strategic selling.
Eyes roll every time the topic of account planning comes up. Managers make their sales people do it, taking valuable time away from clients. Here are four reasons why account planning may be bad for you – a big waste of your time.